Health Systems Executive, Commercial Labs

Health Systems Executive – National Commercial Labs 

Wondering what’s within Beckman Coulter Diagnostics? Take a closer look. 

At first glance, you’ll see that for more than 80 years we’ve been dedicated to advancing and optimizing the laboratory to move science and healthcare forward. Join a team where you can be heard, be supported, and always be yourself. We’re building a culture that celebrates backgrounds, experiences, and perspectives of all our associates. Look again and you’ll see we are invested in you, providing the opportunity to build a meaningful career, be creative, and try new things with the support you need to be successful. 

Beckman Coulter Diagnostics is proud to work alongside a community of six fellow Diagnostics Companies at Danaher. Together, we’re working at the pace of change to improve patient lives with diagnostic tools that address the world’s biggest health problems.

Come join our team as our new National Commercial Lab HSE where you will represent Beckman Coulter Diagnostics working within a complex, team based selling process targeting prospective and current large diagnostic lab networks in the US and globally. The incumbent will be responsible for developing relationships to protect and grow existing business and to lead new business through strong and creative negotiation strategies.

As the National Commercial Lab HSE you will lead Beckman Coulter’s efforts to maintain and expand relationships with large, multi-location lab networks.  To do this you will be expected to direct sales campaigns with various field sales representatives, and support teams. You will lead the sale of Beckman Coulter’s value proposition to put Beckman Coulter in a position to win. Through active funnel management, you will successfully implement an account plan designed to achieve established sales and financial goals.

Join a team where you can be heard, be supported, and always be yourself. At Beckman Coulter, a Danaher company, we’re building a culture that celebrates backgrounds, experiences, and perspectives of all our associates. Our work helps improve millions of lives. We hope you’ll see yourself here, too!

In this role you’ll have the opportunity to:

• Direct major sales campaigns of the largest lab networks and subgroups of these respective customers, along with various field sales representatives, management and marketing teams.  This individual will need to influence, navigate, and negotiate at the CEO/CFO/COO level and must demonstrate a proven track record in strong team project management with account strategy implementation.  Presentation skills to paint the corporate vision and professionalism required as well.   
• Represent the entire range of company products and services to assigned customers; while leading the customer account planning cycle and ensuring assigned customers’ needs and expectations are met by Beckman Coulter.
• Participate, guide and consult with teams on strategy such that the nationally negotiated agreements are effectively utilized.
• Collaborate with and support regional managers and area directors for Commercial Labs’ Managed Hospitals and Joint Ventures while communicating with Sr. Beckman Coulter leadership.
• Work internally with pre-sales team for proper implementation of pricing, terms, conditions and value-added items such that proper proposals and contracts are created.

The essential requirements of the job include:

• Bachelor’s degree within business or scientific field, MBA preferred.  9+ years of experience with at least 5 years of prior selling experience in capital medical sales, preferably selling at the higher levels within a hospital organization.
• The successful candidate must demonstrate the ability to negotiate this complex marketplace, while keeping abreast of changes in the healthcare landscape and understanding and communicating their impact on our business. 
• Demonstrate a proven track record in strong team project management and account strategy implementation. Strong negotiation and commercial skills; can support team and work at high levels within customer decision making unit to negotiate complex deals which are profitable to the company and in line with revenue and margin objectives.
• Develop/enhance executive level customer relationships; provide effective communication, strategic vision to deliver customer-driven solutions that improve operational efficiencies with solid financial results to BCI.
• The successful candidate must also demonstrate strong leadership skills, a high degree of impact and influence, excellent communication and computer skills and a desire and willingness to learn.  This role requires leading teams of resources to build collaborative customer partnerships whil